Selection and Motivation of Industrial Distributors: A Comparative Analysis

Author(s)

Russell Abratt, Nova Southeastern UniversityFollow
Leyland Pitt

Document Type

Article

Publication Title

European Journal of Marketing

ISSN

0309-0566

Publication Date

1989

Abstract/Excerpt

This article reviews factors necessitating the application of effective selection and motivation criteria when using independent distributors. It reports findings concerning the criteria utilised by South African manufacturing companies and compares these with findings based on another study using United Kingdom and United States samples. The findings seem to be very similar across cultures and a model is presented to aid manufacturers in the proper selection and motivation of their distributors.

DOI

10.1108/EUM0000000000553

Volume

23

Issue

2

First Page

144

Last Page

153

NSUWorks Citation

Abratt, Russell and Pitt, Leyland, "Selection and Motivation of Industrial Distributors: A Comparative Analysis" (1989). HCBE Faculty Articles. 913.
https://nsuworks.nova.edu/hcbe_facarticles/913